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How should I use the data I have generated?

The data you generate in the 3-step model can be used in a number of ways before, during and after a negotiation. Before a negotiation, you can use stakeholder Interest Charts to map out talking points with internal and external stakeholders. You can also generate your realistic best case package of actions and bottom line for the negotiation calibrated against the “fighting alternatives.” During a negotiation, you can share selected data with your negotiation counterparts, or use the data to keep yourself on track. You can also update your analysis on an ongoing basis during negotiations to enhance your problem-solving flexibility. After a negotiation, you can use the data to analyze how you did in the negotiation, specifically measuring your outcome against your assumptions and objectives going into the negotiation. You can also use the data to explain the outcome to others and to prepare for future negotiations.